Marketing Mix of Cathay Pacific and 7Ps (Updated 2024)

The Marketing mix of Cathay Pacific analyses the 7Ps of Cathay Pacific, which includes the Product, Price, Place, Promotion, People, Physical Evidence, and Process of Cathay Pacific. Cathay Pacific Airways Limited is popularly known as Cathay Pacific. It is associated with the aviation industry as it deals in the airline sector. Cathay Pacific is a part of Oneworld Alliance and the flag carrier of its country of origin, Hong Kong.

It is a public limited company founded in 1946 by its co-founders Roy C Farrell and Sydney H de Kantzow, the first an American and the second an Australian, respectively. Its major shareholders are Air China, Swire Pacific, and, since 2017, Qatar Airways.

It offers both passenger and cargo services. In 2010, Cathay Pacific was declared the largest airline in the international arena for cargo handling, and Hong Kong International Airport, its central hub, was the busiest airport for cargo traffic. It faces competition from the following airlines-

• Air India
• Jet Airways
• Singapore Airlines

About Cathay Pacific

• Type: Airline
• Industry: Transportation
• Founded: 24 September 1946
• Founder: Roy Stanley Nash
• Headquarters: Hong Kong International Airport
• Area served: Asia, Europe, North America, Oceania
• Key people: Patrick Healy (Chairman) and Ronald Lam (CEO)
• Number of employees: 27,000

Cathay Pacific Product Strategy

Cathay Pacific, a leading international airline based in Hong Kong, offers a comprehensive range of product offerings and a mix designed to cater to various customer needs and preferences in air travel.

The new Product Mix of Cathay Pacific in 2024 is as follows (Source).

1. Flight Classes: They offer multiple travel classes, including Economy, Premium Economy, Business, and First Class. Each class provides different comfort levels, space, and service, catering to various budgets and preferences.
2. In-flight Entertainment and Connectivity: Cathay Pacific provides advanced entertainment systems with a wide selection of movies, TV shows, music, and games. Additionally, they offer in-flight Wi-Fi connectivity in many of their aircraft.
3. Catering and Dining Services: The airline offers a range of dining options, including international cuisine and specialty meals, to cater to dietary restrictions and preferences. First and business-class passengers have access to premium dining experiences.
4. Frequent Flyer Program (Marco Polo Club): This loyalty program rewards frequent travelers with benefits such as lounge access, extra baggage allowance, and priority boarding. The program has different tiers, offering more exclusive benefits at higher levels.
5. Airport Lounges: Cathay Pacific operates luxurious airport lounges in various international airports, providing comfort and exclusive services for eligible passengers before their flight.
6. Cargo Services: Cathay Pacific offers cargo transport services besides passenger flights, leveraging their extensive global network to facilitate international trade and commerce.
7. Travel Packages and Partnerships: Through partnerships with hotels and other travel service providers, the airline offers travel packages, including flights, accommodations, and other travel experiences.

Cathay Pacific Pricing Strategy

Cathay Pacific’s pricing strategy is essential to its market positioning as a premium airline. It is a marketing strategy designed to cater to diverse customer segments while maintaining its reputation for quality and service. Here’s an overview of their approach to the target market here:

1. Value-Based Pricing: Cathay Pacific employs value-based pricing, where ticket prices reflect the level of service, comfort, and amenities provided. Higher classes like First and Business Class command premium prices due to the enhanced experience offered, including superior seating, dining, and exclusive lounge access.
2. Dynamic Pricing: The airline uses a dynamic pricing model, adjusting fares based on demand, seasonality, route popularity, and booking timeframes. This approach allows them to maximize revenue on popular routes and during peak travel times while offering competitive pricing in lower-demand periods.
3. Segmented Pricing Structure: Catering to different market segments, Cathay Pacific offers a tiered pricing structure across its classes – Economy, Premium Economy, Business, and First Class. This structure enables them to target budget-conscious travelers and those seeking luxury and comfort.
4. Early Bird and Last-Minute Fares: The airline often provides discounted early bird fares to customers who book well in advance. Conversely, they may offer last-minute deals to fill seats, although this is less common in the higher classes.
5. Frequent Flyer Program and Loyalty Incentives: Through the Marco Polo Club, Cathay Pacific incentivizes repeat customers with tiered benefits, including discounts, upgrades, and extra baggage allowances. This loyalty program helps in retaining customers and encouraging repeat business.
6. Market and Route-Based Pricing: Prices are adjusted based on specific market characteristics and route competition. For instance, fares may be higher on routes with less competition or in markets with higher operational costs.

Through this multifaceted pricing strategy, Cathay Pacific effectively balances the need to remain competitive, its service offerings that cater to different customer preferences, and uphold its competitive advantage of its brand positioning as a premium carrier in the international aviation industry.

Cathay Pacific Place Strategy

Cathay Pacific is a well-recognized global marketing airline that operates via its headquarters in Hong Kong, and its central hub is at Hong Kong International Airport. The company has spread its operational services to more than sixty countries via two hundred and one destinations, including places like Manchester, Shanghai, Seoul, Paris, Rome, London, Frankfurt, Bangalore, Mumbai, Delhi, San Francisco, Sydney, Los Angeles, and Kolkata.

Here’s Cathay Pacific’s place strategy.

1. Global Route Network: Cathay Pacific operates a wide-reaching global route network, connecting major cities and destinations worldwide. This extensive network ensures accessibility for travelers worldwide, catering to business and leisure travel needs.
2. Hong Kong International Airport as a Hub: The airline uses Hong Kong International Airport as its central hub. It strategically positions itself in a critical geographic location, allowing for efficient connections between East and West.
3. Alliances and Partnerships: Cathay Pacific is a member of the Oneworld alliance and has numerous partnerships with other airlines. These alliances extend their reach, enabling passengers to travel to a broader range of destinations through codesharing and interconnected flights.
4. Online and Mobile Platforms: Emphasizing digital convenience, Cathay Pacific offers robust online and mobile platforms for booking, check-in, flight management, and customer service. This digital presence caters to the modern traveler’s preference for quick and easy travel arrangements.
5. Travel Agencies and Third-Party Platforms: The airline collaborates with travel agencies and third-party booking platforms, ensuring their services are widely accessible to customers who prefer booking through these channels. This strategy helps reach different customer segments and maximize market penetration.

Cathay Pacific Promotion Strategy

Cathay Pacific is a globally reputed company and has adopted several strategies to target customers and create positive brand visibility. Cathay Pacific has started a mobile app that helps offer flight-related information to passengers in time, and it has been a massive success among its passengers. The airlines also use various other social media marketing platforms to their advantage.

It advertises heavily via Facebook, Twitter, Flickr, Instagram, and YouTube. It tries to connect directly with its target audience and passengers via these social media platforms and official websites.

Its promotional activities include duty-free shopping, lounge services, price discounts, and tours to show its new cabins existing products and services. Cathay Pacific has sponsored several sporting events to increase its brand awareness. It has become the primary sponsor of Cathay Pacific/HSBC Hong Kong Rugby Sevens.

The company has uploaded videos showing the daily lives of flight attendants to highlight the maximum value of their services, brand loyalty, and professionalism. Cathay Pacific has been the recipient of numerous awards and recognition. It has been consistently ranked as the World’s Best Airline four times in a row.

Some Recent Video ads and Print ads for Cathay Pacific are:

Cathay Pacific People Strategy

The “People” component of the Service Marketing Mix for Cathay Pacific involves various strategic marketing aspects related to the employees, customer service, and overall customer experience management. Here are some key points that highlight the role of “People” in Cathay Pacific’s service marketing mix:

1. Highly Trained Staff: Cathay Pacific invests significantly in the training and development of its staff. This includes the flight crew, pilots, ground staff, and customer service representatives. Their training focuses on safety, service quality, and customer engagement to ensure a superior travel experience.
2. Customer Service Excellence: The airline is known for its exceptional customer service in flight and on the ground. The staff are trained to be attentive, responsive, and proactive in meeting passengers’ needs, contributing to a positive brand image and customer loyalty.
3. Diverse Workforce: Cathay Pacific employs a diverse workforce from various nationalities and backgrounds, reflecting its global brand and customer base. This diversity enhances its ability to cater to the needs of international passengers and provide a more inclusive and understanding service.
4. Role in Customer Experience: Employees at all levels are crucial in shaping the customer experience. From the check-in process to in-flight service and post-flight customer support, each interaction is an opportunity to reinforce the brand’s values and commitment to quality service.
5. Employee Engagement and Satisfaction: Recognizing the link between employee satisfaction and customer satisfaction, Cathay Pacific focuses on employee welfare, engagement, and motivation. Happy and engaged employees are more likely to deliver the level of service that customers expect from a premium airline.
6. Communication Skills: Communication is a crucial aspect of service delivery, and Cathay Pacific ensures that its staff are equipped with excellent verbal and non-verbal communication skills. This is critical for ensuring clear and effective interaction with passengers from diverse backgrounds.
7. Empowerment and Decision Making: Frontline employees are empowered to make decisions that enhance customer satisfaction. This autonomy allows for swift resolution of issues and demonstrates the airline’s trust in its employees’ judgment and commitment to customer service.
8. Brand Ambassadors: Employees are seen as brand ambassadors representing the airline’s values and ethos. Their behavior, appearance, and customer interaction directly impact Cathay Pacific’s brand perception and customer loyalty.
9. Innovation and Continuous Improvement: Cathay Pacific encourages its employees to contribute ideas for innovation and service improvement. This participatory approach fosters a culture of continuous improvement and ensures that the airline remains competitive and responsive to changing customer needs.
10. Safety and Security: The safety and security of passengers and crew are paramount, and Cathay Pacific’s employees are rigorously trained in safety procedures and emergency response. This commitment to safety is critical to the airline’s service promise and brand reputation.

Cathay Pacific Process Strategy

The “Process” component of the Service Marketing Mix for Cathay Pacific refers to the procedures, mechanisms, and flow of activities consumed by services. This aspect is crucial in ensuring customer satisfaction and operational efficiency. Here are key points that illustrate the “Process” aspect of Cathay Pacific’s service marketing mix:

1. Online Booking System: Cathay Pacific offers an efficient and user-friendly online booking system that allows customers to easily search for flights, compare prices, and book tickets. This system is designed to provide a seamless experience from the initial search to the final purchase.
2. Check-in Procedures: The airline has streamlined its check-in processes to enhance convenience for passengers. This includes options for online check-in, mobile check-in, and self-service kiosks at airports, aiming to reduce wait times and improve the overall airport experience.
3. Baggage Handling: Cathay Pacific employs an effective baggage handling system to ensure that luggage is processed accurately and efficiently. The airline also offers tracking services to minimize the chances of baggage loss and quickly resolve any issues.
4. In-flight Service Delivery: The in-flight service process is meticulously designed to provide passengers with a comfortable and enjoyable experience. This includes meal service, in-flight entertainment, and personalized attention to meet passenger needs during the flight.
5. Safety Procedures: Cathay Pacific adheres to strict safety procedures to ensure the well-being of passengers and crew. This includes comprehensive pre-flight checks, safety demonstrations, and adherence to international safety standards.
6. Customer Feedback and Resolution Process: The airline has a structured process for collecting customer feedback and addressing complaints. This process ensures that customer concerns are heard and resolved promptly and satisfactorily, contributing to continuous service improvement.
7. Frequent Flyer Program: The Marco Polo Club, Cathay Pacific’s loyalty program, is designed to reward frequent flyers with benefits such as priority check-in, extra baggage allowance, and lounge access. The process for earning and redeeming rewards is streamlined to enhance customer loyalty.
8. Boarding Process: Cathay Pacific has optimized its boarding process to be orderly and efficient, reducing bottlenecks and ensuring a smooth experience for passengers. Priority boarding is offered to families with young children, first-class and business-class passengers, and high-tier loyalty program members.
9. Training and Development: The airline invests in continuous training and development for its staff to ensure they are equipped with the latest skills and knowledge. This includes training in customer service, safety procedures, and operational efficiency, which are integral to delivering a high-quality service.
10. Technology Integration: Cathay Pacific continuously integrates the latest technology to improve its service processes. This includes innovations in ticketing, customer service, operations management, and in-flight entertainment, ensuring that the airline remains competitive and responsive to customer needs.
11. Environmental Sustainability: The process also encompasses initiatives towards environmental sustainability, such as fuel-efficient flights, recycling programs, and efforts to reduce waste. These practices demonstrate Cathay Pacific’s commitment to responsible operations.

Cathay Pacific Physical Evidence Strategy

The “Physical Evidence” component of the Service Marketing Mix refers to the product features, the environment in which the service is delivered, and any tangible elements that facilitate or communicate the service quality. For Cathay Pacific, physical evidence shapes customer perceptions and experiences. Here are some key points that highlight the “Physical Evidence” of Cathay Pacific’s service marketing mix:

1. Aircraft Fleet: Cathay Pacific’s modern and well-maintained aircraft fleet is solid evidence of its commitment to safety, comfort, and technological advancement. The fleet includes a range of aircraft models equipped with the latest aviation technology and comfort features.
2. Branding and Aesthetics: The airline’s branding elements, such as its logo, color scheme, and uniforms, are consistently applied across all customer touchpoints. These visual cues help reinforce the brand identity and create a cohesive customer experience.
3. Airport Lounges: Cathay Pacific operates several exclusive lounges worldwide, particularly noted for their design, comfort, and amenities. These lounges serve as a physical representation of the airline’s premium service and attention to passenger comfort.
4. In-Flight Amenities: The quality of in-flight amenities, including seats, entertainment systems, meals, and comfort items (like blankets and pillows), directly impacts the passenger experience. These elements are carefully designed to meet the needs of different passenger classes and preferences.
5. Boarding Passes and Travel Documents: The design and functionality of boarding passes, travel documents, and the airline’s mobile app interface are part of the physical evidence. They are designed for ease of use, reflecting the airline’s commitment to customer convenience.
6. Customer Service Counters: The appearance, location, and efficiency of Cathay Pacific’s customer service counters and check-in kiosks at airports contribute to the overall perception of the airline. Well-designed spaces and efficient service at these points are crucial for a positive first impression.
7. In-Flight Magazines and Safety Cards: Printed materials provided on board, such as in-flight magazines and safety cards, are informative and serve as tangible aspects of the airline’s brand and service quality.
8. Website and Online Presence: The airline’s website and online platforms are considered physical evidence in the digital realm. Their design, ease of navigation, and the information provided reflect the airline’s quality and service standards.
9. Cleanliness and Hygiene: Aircraft interiors, lounges, and other customer-facing areas are critical to physical evidence. It reflects the airline’s standards for hygiene and comfort, which are especially important in health and safety.
10. Environmental Initiatives: Physical evidence also includes tangible manifestations of the airline’s commitment to sustainability, such as eco-friendly packaging for in-flight meals, recycling efforts, and the use of sustainable fuels, where applicable.
11. Feedback and Communication Materials: The quality and clarity of feedback forms, instructional materials, and communication from the airline contribute to the tangible aspects of customer service and are part of the physical evidence that impacts customer perceptions.

Liked this post? Check out the complete series on Marketing Mix